How do I check an optometry clinic’s children’s eye exam referrals from schools and doctors?

Start with the source. Ask how the clinic notes where a child patient heard about it. If the intake form has no such question, you will have to rely on conversation and on a sample of files.

Next, sort the sources. Group children by referral type and look at each group over time. Do school contacts send children every year or just once? Do doctors send patients regularly? A steady, wide set of sources is more dependable than a single enthusiastic teacher.

Then examine the relationships. Who at the clinic keeps in touch with the schools and offices? Is there a standing arrangement or just a friendly habit? Ask for examples of letters, visits or reports exchanged. If one person built all the connections, they will need to introduce the buyer. Finally, look at returns. A child usually needs repeat visits, so check how many come back and how the clinic reminds parents. Your accountant can help you weigh how much of this to rely on. Ask how the clinic follows up when a child needs glasses, and how it supports parents through the first fitting. Good handling there builds word of mouth. Learn whether the clinic has any special pricing or programmes for children, and whether they carry over.

Key takeaways

• Ask how the clinic records where each child patient came from.
• Check whether each referral source sends children steadily or once.
• Find out who holds the relationships and can introduce a buyer.